For most of my clients, 2012 YTD has been a very good year-the best in several years so far. For some, it is shaping up to be their best year ever. That is our case as well. The good news is 2012 has seen an increase in business. The question for all of us and specifically you is what is your 2nd half game plan to keep the momentum and pace of the first half?
If this was a football game you could look at it as the underdog (you) coming into the locker room with a nice two to three touchdown lead-in control of the scrimmage line, over last year’s champion and top rank team this year (the market/economy-your top competitor etc). While excited about the progress-and pumped with the results – there is also a concern about letting the guard down and underestimating the opponent. The coach while congratulating the team on a job well done and highlights some of the success, and then re shifts the conversation and mood drilling down on: focus, determination, execution of the fundamentals, playing four solid quarters, not letting the opponent get back in the game and putting them away for good. The coach reminds the team who they are playing against; about their strength, about their weapons and how they will come out fired up to take the game back.
This is the conversation I am having with my clients and you should have with your team and your coach as well.
If your first half has been stellar- congratulations! What are you going to do to repeat or even out perform the first half? If the first half hasn’t gone as well as you planned, what do you need to do differently to improve and finish 2012 strong?
Here are some questions to ask yourself and your team:
1- How is your production vs. your goal so far mid year?
2- How is your production so far YTD vs. last year?
3- If you are tracking or ahead- why are you (what did you do differently to achieve the
results)?
4- If you are behind, why?
5- What are you not doing or should be doing to continue or gain momentum finishing
the 2nd half at least as well as the first?
6- What problems do you see in the 2nd half that could derail or slow down your
productivity?
7- What is your contingency plan to overcome the potential upcoming pitfalls?
No one knows for sure what will happen, but hoping for the best and planning for the worst is probably wise given the market and economic uncertainty.
Bottom line is you need to know your numbers (gross and net) and where you are strong and weak in the fundamentals and disciplines. You need to adjust or bring the low scoring disciplines up to make sure there is no chink in the armor or leak in the dam of your business.
If you find yourself behind by two to three touchdowns instead of ahead, the best way to get back into the game is one play at a time, executing on the fundamentals, playing the person in front of you.
To find out where you stand and what you need to improve on, take the appropriate Mid Year Review:
Mid Year Review – General Sales
Then relook at your business plans and adjust your year end goals accordingly. If you need additional help and want some time with one of our coaches, please Contact us Today.
Finish 2012 strong- make this year your best ever and do whatever you tactically and fundamentally can to not let your opponent get back in and defeat you.
